No matter what happens with the economy you have the power to choose who you sell to and the message you send to those people. You have the power to get people to talk to you about what you can do for them. You have the power to adapt your services to fit the current business climate. The number of unemployed Americans is heading toward Depression-era levels and personal and corporate bankruptcies are setting new all-time record highs with each passing month. These cold hard facts may have you wanting to curl up in a ball sucking your thumb thinking you and your business are doomed. Yet for every dark cloud there is also silver lining. Yes,Cheap Chris Wells Jersey, it's true. When money is tight and jobs are hanging by a thread,Buccaneers Jerseys, people search for solace in simple products and services that offer a sense of normalcy. They seek out things that help them reconnect with those emotional feelings of "the good old days" when things were somehow safer. It's really a matter of understanding exactly what your potential clients are going through and seeing things through their eyes. You need to walk a mile in their shoes and understand how much they need a respite from their daily trials and worries. Simple pleasures brought about by basic services boost our self-esteem and give us hope. Enjoying these services give us pleasure and provide a few moments of respite from both worry and want. Another thing to consider is who you want as clients. The rich will always be rich and glad to invest their dollars on what they perceive as the best of the best. Did you know the entire global make-up industry was founded during The Great Depression? You see,Cheap Camouflage Realtree Jerseys, even in The Great Depression when unemployment soared to 25% the majority of the population still had jobs and incomes. Things weren't a whole lot worse for 75% of the population than they were before the depression because they still had a regular income they could count on. Those people still spent money. How they spent their money changed. Rather than making what they would now perceive as extravagant investments they invested in guilty pleasures and simply luxuries. And we are seeing the same thing today for those service providers savvy enough to position their services that way. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

3. "Take a HINT,Cheap Devin Hester Jersey! Get a MINT! I'm so sorry, Ms. Practitioner. I really don't want to hurt your feelings; however, your breath speaks so loudly that I don't want to hear a single thing you have to say." Customers are much more impressed when you engage them with organized, thoughtful conversation. The days of 10 to 15 minutes of pleasantries to warm prospects up are long gone. You only have 90 seconds to get your motor running because everyone is busy and time is precious. You don't need to hurry up; you just need to say more using fewer words. 1. "Hold up, hold up, slow down. You're talking too fast, and your enthusiasm is kind of scaring me. Other fast talkers I know don't let me get a word in, and it really makes me feel like it's a one-way conversation." 2. "Get to the point. When you called me, you explained that you were going tell me about your company, what you do and how it can benefit me. So, if it's not asking too much, when you show up, can you cover what you want to tell me, exactly in that order?" 4. "You're talking too long and not saying anything. Now remember, on the phone, you asked me for 22 minutes of my time, right? Well, why was I the one who needed to stand up after you burned through your 22 minutes?" If you're sitting there reading this and saying, "That's not me" - chances are it is you. 100% of us have bad breath, and you are no exception. Bad breath is easy to prevent, as long as you are aware of it. When I pass a bakery and smell fresh homemade bread coming out of the oven, I immediately want some, even if I am not hungry! The smell has created a positive sensation in my brain. Bad breath is a negative sensation, and a client's brain will tell him or her that you might be inconsiderate and lack the attention to detail required of a professional. Even if your products and presentation are great, customers often can't get past the bad breath. Take time and think about this question. I promise: you will become more irresistible to your clients. Until next time - be marvelous! My fellow professionals, I will share with you a question that I tape to my rear-view mirror, my bathroom mirror and my computer screen (and you should, too): "How can I make marvelous happen with every customer interaction?" Most clients probably feel this way because the conversation is one-way. If you really want someone to buy, just ask value-oriented,Detroit Lions Jerseys, interest-bearing questions that allow clients to do most of the talking. Be courteous to clients by saying "Our time is up," and then let them decide whether to continue. You should be able to communicate to them about your company,Cheap Lance Briggs Jersey, what you do and how it can benefit them within the time you requested. Chances are, if you weren't interesting enough in the first 22 minutes, you won't get a client interested for the next 22 hours. If you want customers to respond better, you need to get better. Ever wonder what's going through the head of a client or prospect when you meet? Here are four possibilities that could help you improve your sales techniques. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

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Start pitching or presenting your case for your product right away. Be as convincing as possible by telling them all about the absolutely TERRIFIC, AMAZING things your product or service can do for them. Don't ask any questions about their interests, what they've already tried, how they feel about things related to what you sell. When they have a concern, do everything you can to let them know their concern is a mistaken viewpoint. Argue with them. Prove to them they're wrong. Make a case that counters their concern. Take a lot of time to explore your prospect's situation. If your prospect realizes they might be able to use what you're selling, they'll ask you to tell them about it. Find out about their situation...whether they have any issues related to your product, and how they see those issues. What have they already done to find a solution,Cheap Jamaal Charles Jersey, and what would a good solution look like to them? Raise and discuss their concerns from their perspective. Use the Socratic method to help them find answers to their concerns,Cheap Roy Williams Jersey, or at least to help them decide what they want to do with each concern. If there's one thing we can all count on, it's that poor sales skills will be consistent. No matter the industry, age, or even experience level of the salesperson, poor selling usually follows the same patterns. The most three common elements of poor selling include: Alternatively, the right way to sell can feel somewhat alien at first, because it requires doing the opposite of what comes naturally...allowing someone else to speak without interruption, even when they're mistaken. Helping them question their own viewpoints without contradiction and come to conclusions that may not fit our own. Sales as UNusual However,Cheap Mike Alstott Jersey, if you don't want to be pushy, you could try these approaches instead: Sales as Usual The reason that poor selling skills are so consistent across all types of salespeople is that they follow a natural behavior pattern. It's natural to want to be convincing, to be right, to promote our viewpoint. How else do you get someone to buy into what you're selling? The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Customers' Changing Needs However,Cheap Paul Oliver Jersey, due to the profound changes in customers' buying behavior in recent years, sales people will have to adapt to such changes, IF they want to meet their targets. In fact,Cheap Brett Favre Jersey, they will have to adapt to increasing customer demands, IF they want to remain in business. All these feedback only points at one thing: the way we sell today may not be relevant to even today's customers' needs. Yet, the most common used response to meet increasing customer demands is to simply try harder, i.e. to call MORE prospects, be MORE aggressive in closing and get them to sign up for the BIGGEST possible deals. If you were to ask any sales person what will be her biggest concern about his job, in most cases he will say "meeting my sales targets". If you are like most sales people, you would be complaining that given the large amount of work you are doing, there's hardly any more time to understand customers' business issues and create value to customers. After all, that "is NOT my job", as you may say. Or that is "Management's business". Or even "my manager will NOT allow me to change the way I work". "But I have No Time" Is this easy to achieve? Of course not. Such a sales process may take months before the you see the final result, but what you get is a very loyal customer, simply because you created value and provided a solution that works. One of our clients, TNT Direct Mail, provides direct mailing solutions for their customers. In one case, they found one of their customers providing a lot of sample products in shopping malls to generate consumer interest. With this in mind, their sales person approached the client and ask if they would like to send the samples to prospective consumers through their direct mailing solutions. While this will cost more to the customer, TNT actually helps the customer to track their responses and provide follow up services upon request. That means TNT's customer will actually get to know a lot more about their consumers, which will generate a lot more insights on how this customer sell, modify their products and provide back-end services. The sad fact is that sales people are usually not to be blamed for putting their own interests first before the customers'. After all, if they don't do so, they may not be employed as a sales person for very long to add value to the customer in the long term. The pressure for achieving targets is so huge that it has become the top priority for most, if not all, sales people. The sad thing is that many sales people were trying to make lame excuses to see the customer, only to have the customer either asking the sales person just leave the brochures at the front desk, or making another excuse to get the sales person out of the door. The following are just some of the excerpts from some of the sales people we interviewed: * 5 years ago, customers just buy whatever we sell; * 5 years ago, customers typically identify with the bigger brands, and will buy from the bigger brands; * Now, customers know a lot about our products and take initiative to configure the right products to give them a better price and value; * Now, customers tend to just go for cost-reduction, and will just buy from the cheapest seller for the same product; * 5 years from now, I expect customers to be even more demanding, AND they will compare the service levels of sales people, on top of product quality and price; * 5 years from now, I think I will be out of a job, because customers can do the buying on their own WITHOUT the involvement of us sales people; etc. Here's an insight from the original management guru, the guy who created "management" as a field of study, the late Dr. Peter Drucker, "Quality in a product or service is not what the supplier puts in. It is what the customer gets out and is willing to pay for." And if you were to ask that sales person how about making sure that we provide solutions that solve customers' problems, the answer is likely to be "Yes, we do that too, but only after we reach our targets!". Now, we all know from Einstein that the definition of insanity is to "do the same things over and over again, and expect a different result." Clearly, simply trying harder is not the answer to you achieving your sales targets. In fact, it may even backfire and make you lose a lot more deals. If you have been in sales for quite some time now, ask yourself these simple questions: * What are some of the changes in customers' profiles and needs 5 years ago compared to now? * What will be some of the changes in customers' profiles and needs 5 years from now? In a similar vein, Warren Buffet said, "Price is what you pay, value is what you get." The former is purely transactional, and sooner than later the customer is going to re-order NOT from you, but from a computerized re-ordering system. The latter is about managing the customers' experience. What make customers willing to see you, and refer others to you, depends on how you create value and deliver results for them. The sales professor, Neil Rackham, goes further by stating that "sales people MUST be value creators", and not mere "talking brochures". Customers expect sales people NOT to be persuaders, but solution providers. Ultimately, here are 2 criteria if you really want to measure the quality of your selling. After each sale, * Are your customers looking forward to buy from you again? * Are your customers looking forward to you visiting them again? * Are your customers willing to refer others to buy from you? So what does the customer want? What do customers expect from the sales people who serve them? Customer research from HR Chally provides insights on what some of these expectations are: * Sales people need to be personally accountable for customers' results; * Sales people MUST understand customers' business; * Sales people MUST proactively provide advice for customers; * Sales people have to suggest the right solutions that solve customers' problems; * Sales people must be easily accessible; * Sales people have to be creative in responding to customers' needs; etc. A high quality of making initial contact with customers will also give you better results. If your job is to make endless phone calls trying to fix an appointment with complete strangers, you may actually get better responses if you spend 10-15 minutes of research to find out what are some of the concerns that this customer segment has, and structure a Valid Business Reason to make the prospect willing to see you. Clearly, a better way of selling is needed to boost sales. So how do you define the quality of selling? There's the quality of the product, even the quality of sales management, but the quality of selling? Definition of the Quality of Selling According international sales trainer, Ari Galper, aggressive calling and then closing will make you lose customers' trust, which will in turn make you lose your sales in no time at all. It will also make your prospecting and sales effort a lot more stressful and painful, while making you further away from your targets. While a lot has been said about "locking in a customer" so that if they switch to other products, the switching costs will be so high and hence they will have no choice but to buy from you again, making your customers looking forward to buy from you, or to see you again is a totally different concept. If you are ever in doubt if creating value or improving the quality of selling is relevant to you, simply as yourself the first 2 questions: How are customers different now vs. 5 years ago, and how will they be different 5 years from now. Better still, think about how your customers will be different 1-3 years from now,Cheap Denver Broncos Jerseys, because the future is happening faster than you think. If your sales process do not reflect your customers' buying process and meet customers' expectations, you are screwed. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

,Cheap Chris Williams Jersey If your business offers either services of information a system of direct debit can be a great advantage to yourself. For example if you are the owner of a company which offers consultancy in legal matters online. Your client may well decide that he wishes to have this service full time he could very well instruct his bank (using direct debit) to make regular payments into the companies account in order to secure these services for as long as he is paying. DD is therefore very helpful in removing the fuss around making regular payments, putting it to the back of both your mind and that of the client. Fact: Poorly trained members of staff can destroy the transaction and turn the customer away from direct debit permanently. Yes, all those are very true. As you're probably more than aware DD is a system of payment in which the customer instructs their bank to pay out a certain amount of money into another account at set dates, nearly every bank in the UK and across the entire of Europe offers this service free of charge and there are similar services available in the USA. Also important though is making sure that the training given to your employees is that of only the highest standard,Cheap Brent Celek Jersey, if a debit is poorly handled in the very first stages it can try the nerves of your customer and give you an incredibly poor image. Always shop around when looking for training,Cheap Jon Beason Jersey, finding qualified teachers is of the utmost important in securing knowledge across your company. Fact: Direct debit can be of huge importance to an information or service based industry. Fact: It can remove 90% of the hassle associated with collecting payments The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

1. Internet only subscription $59 ,Cheap Ndamukong Suh Jersey 2. Print only subscription $125 3. Print and Internet subscription $125 Using Behavioural economics To Increase Sales 4. Internet only subscription $59 5. Print and Internet subscription $125 This time 68 people chose the internet only option and only 32 chose the print and internet subscription. Down from 84 in the previous test. If you do the maths that's about a 30% drop in revenue from every 100 subscrbers - simply by taking away 1 option. Intrigued,Cheap Buffalo Bills Jerseys, Dan replicated the experiment but this time with only two choices- as follows: It was 16, 0 and 84. Therefore 84 people went for the no brainer $125 subscription because it was perceived to be such good value when compared to the other choices. Dan has opened my mind to so many ways of making small changes in the ways my clients promote their business. Although the changes are small the results are massive. Here are some golden nuggets for you: How many do you think took up each offer? In the course of my reading around the subject of sales, I always look to find new and innovative ideas to make a difference to my clients. One of the most fascinating areas that has emerged in the last few years is that of behavioural economics. One of the leading lights of this new science is Dan Ariely and his fascinating book,Cheap Chris Wells Jersey, predictably irrational. The Economist offered a subscription that caught dan's eye so he decided to replicate it in an experiment to find out how powerful the technique was. A hundred people were offered the following choice: Your action point is to see how you promote the offers in your business. Are they all no brainers? If so find out what you have to do it and make it happen. His scientific tests have shown that humans rarely choose things in absolute terms. We don't have an internal value meter to tell us what something is worth. What we tend to do it focus on the advantage of one thing over another, and use that to estimate value. If we are forced to think between options there is a risk we will just give up. Therefore options that are perceived to be no brainers will increase response rates dramatically. Examples: High Priced entrees on a restaurant menu will boost revenue, even if no one buys them. Because people will tend to order the second most expensive meal and this gives them something to compare it to. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

This society that we are now in can see the typical used car salesman a mile away. Its funny that I mentioned this because one of the family friends we have has been selling cars for about 20 years now. How has he been keeping it up and being the top 3 salesman in the state? He uses a personalization type sales process. If he doesn't think you need the car, he will tell you and give the reasons why. If he thinks that you can get a better deal with a bank or even another dealership,Cheap Touraj Houshmandzadeh Jersey, he will tell you. Take care and don't forget to tell your wife you love her and tell your kids to kick butt in school. You are only as successful as the people you surround yourself with. Have a productive 2010 and take care!!! Bryan What this does is creates a trust between the salesman and client. More than likely, you will go back and buy something from him. How many of you can look back and say, "I know a salesman or business owner like that!"? Not many of us can. Don't be afraid to talk TO somebody instead of talking AT somebody. Consumers than pick this up in a heartbeat!!! Feel free, when you get free time of course, to check out my site. Can anyone tell me what I just did up there? It might not be exactly what you would say to one of your buddies but I am sure it is pretty close. This is the personalization that so many people have forgotten about. Most of these forum articles,Cheap New York Giants Jerseys, social site postings,Cheap Dan Hampton Jersey, about me profiles, they are all just people yelling at each other. "Hi, How are you? Everything going OK? Did you see that game this weekend? Yeah, I lost about 20 bucks over bets because of that receiver. This might be a bad practice week for him!" The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

All else being equal, B2B leads tend to be more expensive than their B2C counterparts. The reason for this is that business leads can be more costly to acquire for the lead company and also more valuable to the company seeking the lead. In general, businesses have more money to spend than individuals so the contact information from an interested business usually will sell for more money than the contact information of an individual. If you are buying leads, make sure you understand the difference between B2b and B2C records. The more specific you can be when placing your order, the less wasted leads you will end up purchasing. In addition,Cheap Evander Hood Jersey, think about what information is critical for your prospecting methods. Do you really need their address if you plan on calling everyone on the phone? Or if you are doing a direct mail campaign, can you live without their phone number and email address? Asking yourself these questions and knowing the difference between B2B and B2C leads can ending up saving you a lot of money! The terms B2B and B2C can be confusing to some people looking for sales leads. Let's define these terms and explore the differences between them and what that may mean for your business. In other words, if you have a business which sells a product or service to other businesses, you need B2B leads. An example of a company in need of B2B leads would be a business broker. Business brokers earn commissions by listing and selling businesses, much like a real estate agent sells property. Business brokers target only businesses in their marketing campaigns and therefore they would be buyers of B2B sales leads.B2B leads can be purchased through lead brokers, list brokers,Cheap Brodie Croyle Jersey, telemarketing companies, internet marketers and so on. They can also be generated yourself through the implementation of a solid marketing campaign combined with a properly constructed capture page. B2B stands for "business to business" while B2C stands for "business to consumer". On the other hand,Cheap Indianapolis Colts Jerseys, B2C leads are used by businesses which sell products or services to people as opposed to businesses. An example of a business in need of B2C leads would be a life insurance agent. The agent wants the names and phone numbers of individuals who have expressed an interest in Life Insurance. Business leads are of no use to the life insurance agent. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

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When i was around 10 or 11 I asked if I could help my Dad fix the lawnmower in the front yard. He agreed and the fix it session began. "That's ok," I said. Treat them like a stranger. The idea in this advice is that you will interact with the customer in the best and most respectful way. But have you seen how most people treat their mother? or their children? or their spouse? or any other loved one that they are supposed to care about? I had barely gotten my shoes off when my dad came into the house and sat beside me. He then said something which has stuck with me even to this day. "Which one do you want?" I asked my Dad. A common adage is, "Treat customers as if they were your mother." "The Robertson," he snapped impatiently. He was holding a heavy piece of the lawnmower up and the strain made him shake. It also made him impatient with his son. He quickly reached past me and grabbed one of the square shaped screwdrivers. I believe everyone I come in contact with is a customer. A few minutes later he requested a Philips screwdriver,Cheap Alex Smith Jersey, and a similar moment of confusion occurred. "I'm sorry, Slick." he said to me calmly. "I was impatient and hot. It's not your fault you didn't know what a Robertson or a Philips screwdriver is. No one has ever explained it to you, and that's my fault." And he always did. Even before that he did, but his point was right; most people are more cruel to those they love than they are to strangers. "I work every day with 40 grown men who report to me. If I spoke to any of them like I did to you,Washington Redskins Jerseys, it would be unacceptable. People are nicer to strangers than they are to the people they love, and that's not right. You're my son and I love you. I should treat you with more respect and patience than anyone else in the world." "No, it's not." He replied. It was hot out and my Dad just wanted to get the lawnmower up and running quickly. He wasn't in the best of moods, and so he sent me into the house. I stood there confused. There were about 10 screw drivers in the box, and they didn't look the same at all. The heads of the screwdrivers were shaped differently. Some were star shaped, some were flat,Cheap Wilbert Montgomery Jersey, and others were square. "Hand me the Robertson screw driver," He said, pointing towards the toolbox. So next time you interact with a customer, treat them better than most people treat their loved ones. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Take this one, for example: B) you're going to do something cool with the money you'll save, and "As you sit here listening to me, you might want to think about what you're going to do with all the money you're going to save by switching to our company." C) you're going to switch to our company. A) you're going to save money 1) "As you sit here listening to me" This is a rapport-building phrase, which "paces" the listener's experience so that on the subconscious level he gets that you and he are on the same wavelength and that you can be trusted. Remember, this is not a rational mind perception. The subconscious is completely literal-minded, and a simple phrase like this can work wonders. 2) "you might want to think about" As opposed to directly saying "Think about X," this phrase takes the edge off, and removes any sense of threat or coercion from the conscious mind. At the same time, the subconscious registers it as a clear instruction and, in fact, must do what you're instructing it to do just to be able to understand your sentence! 3) "what you're going to do with all the money you're going to save by switching to our company." This phrase employs "presuppostion" not just once, but three distinct times, by assuming that If you're in sales, you might want to look at a new branch of Hypnosis called Conversational Hypnosis. Based on the science of linguistics, Conversational Hypnosis uses subtle word combinations to reassure the conscious mind, while speaking directly to the subconscious. These language patterns are amazingly powerful,Cheap Jonathan Vilma Jersey, and can be a huge asset in any sales situation. Let's analyze this sentence, phrase by phrase: Again,Cheap Jamie Silva Jersey, all this may seem trivial when examined rationally, but following after the two "softening" phrases, and assuming that you've already created a friendly, relaxed interaction with your client,Cheap R.White Jersey, these phrases have a powerful motivating effect. He pretty much has to accept that he's going to buy your product or service because, through presupposition, you have linked it powerfully to a very positive experience, i.e. having extra money to spend on whatever he likes. So, as you sit here reading this article, you might want to think about how Conversational Hypnosis could work for you! The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

4. Use your eyes Try the following neat little formula and pop your own words into it. Restate the contact's needs, select the appropriate features of the service or product you have to offer that satisfy those needs, stating the benefits that gives to your customer. The sequence is straightforward Do keep your pitch as short as possible. Although most people can talk about themselves for an eternity, they are usually very poor listeners. They will quickly get bored if you overlook this point. We believe, nay, we are certain that you can talk your way in and out of an assignment. It may be that in the first few minutes of you presenting your solution, the client is sold on what you have to say but you just waffle on for a bit too long and before you know it, he just can't wait to get rid of you! To show you what we mean, let's revisit our opaque glass example...'Mr Jones, is there anything else that concerns you...no, OK...then it seems to me that you have a need for our Mark 2 opaque glass for your office partitions as this will give your staff the privacy they need...so what I propose is that I go back to my office and put everything we have discussed today in writing and I'll ring you tomorrow, check that you are happy with it, and I propose we start installing first thing on Monday...how does that sound to you? Imagine that you are selling opaque glass: Then silence,Cheap Marques Colston Jersey! Don't say any more! Wait for that positive reply and bring the meeting to a close quickly. 'Need (link phrase 1) - Feature (link phrase 2) - Benefit.' 1. Check you have covered all of the objections. 2. Summarise the main points/benefits you have covered. 3. Introduce your proposal, and ask for a commitment 3. Check for understanding Your contact has a need. You can either satisfy that need or not. Full stop. There's no point in trying to palm them off with something that they don't really want. Keep your eyes and your ears open while you are talking. Watch for those body language signals and react accordingly. You'll know by looking at them whether they are interested or bored with what you are saying. If their body language is negative, check...'is there something that I've said that's troubling you, Mr Smith?' To make the presentation flow, you may wish to practise linking the sequence with a series of link phrases so that the sequence looks like this: 2. Keep it short 'Your problem is that your staff are concerned about the lack of privacy that the half-glass partitions give (need). To deal with this (link phrase 1), we have developed a unique opaque glass (feature) that will give you (link phrase 2) the privacy your staff need (benefit).' Lots of people are reticent about this stage. There's just something not quite gentlemanly or ladylike about asking for work...it's just not done in polite society. But you've come to do business; you know that and so does the other person...so why not ask? Need - Feature - Benefit. If you can structure your pitch in sales meetings, you will greatly enhance your chances of leaving with the order you are pitching for. Assuming you have identified your customer's needs,Cheap Rod Woodson Jersey, you are then in a position to pitch for the order. These five 'golden rules' will keep your presentation on track: Look confident. Look at the person you are talking to. How you say what you are saying is an indication of how you feel about what you are saying. Be enthusiastic. 1. Sequence 5. Get A Commitment Be ready for the contact to interrupt. They may want to clarify something. Listen to what they have to say. It's bound to give you clues as to what their real needs are. We have used the word 'commitment' purposely here and not the word 'close'. 'Close' is too final. So we are not concerned with slick salesmen's closing techniques. We don't think we need to go into the mysteries of the 'Balance Sheet' close or the 'My Dear Old Mother' close. We'll leave them to those who sport hairy chests and swinging gold medallions. And you're on duty until you've got into your car and driven out of sight. Then, and only then, can you fling your arms in the air and shout, 'Yes,Cheap Dennis Smith Jersey!' Regularly during your pitch, check that the contact is still with you. These little involvements will keep them interested. We all have our own jargon that is so familiar to us that we don't even notice when we are using it. Regular checks for understanding will make sure that the contact is with you all of the way. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

"Dang! I forgot the cereal! I knew I forgot something, but I just couldn't remember what!" Are you ready to stop playing "supermarket roulette" with your prospects? Wouldn't it make you feel accomplished at least knowing regardless of the outcome, that you did everything on your end to move the deal forward? More evidence for you, for those who are fighting me on this (I know you're out there!): we only have 8-15 seconds to get permission to gain their interest! That means each word or pause that takes up just one of those seconds carries a very large price tag; which means, you need to detail out EXACTLY what it is you want to say so you optimize each and every word. Picking up the phone without knowing exactly what you want, without knowing word-for-word how you are going to ask for it, and not having a secure back-up plan that allows you to meet at least one of your objectives. Rule #3: Treat Your Cold Call Like A Genie You are running to the store for one of those quick "pick up a couple of things" trip. But, by the time you actually get in the car your spouse has added 12, "Oh, and we also need..." What initially was a, "no list needed trip," has turned into you thinking maybe you should go in and quickly jot it all down. And remember, next time you are about to leave for the store without that list, remind yourself that you can do that when you go to the store, but never when you are making precious, money making phone calls! When I am sitting at a sales person's desk and we are about to dig in and make calls, I intentionally never say anything until they are finished dialing the number. Then, once the ear piece is up against their cheek, I say,Cheap Vernon Gholston Jersey, "Hang up!" They look at me like I'm crazy and I usually have to say it again. "I'm serious. Hang up!" When I am sitting one-on-one with a sales person showing them how to increase sales and productivity over the phone, it still shocks me how many of them make the biggest mistake possible when cold calling! I then ask them, "tell me in 5 words or less exactly what you are calling to get." So, take a few minutes and figure out what specific action you are looking to get from your cold calling, and you've got Rule #1. Just because you create a script, doesn't mean you become a sales R2D2 (Star Wars) sales robot for the rest of your life. Think about actors in a movie. They all have scripts, but they don't look like robots. Why? Because they learn it and have gone over them enough times to make it personal and real! But you go over the list in your mind like you are cramming for a final exam in school and you confidently remind yourself, "Nah, I'll remember". My father-n-law is notorious for asking, "What's your contingency plan?" Most of the time my answer consists of three words. "Uh-Uh-Uh." Let's face it. Even though you put together a killer script, and you ask for the result you want, you won't always get it. So what do you do when that happens? What I've seen involves the words, "scramble around in a panic!" If I had a penny for the number of reps that could NOT answer this question, I would have at least $3 (do the math!). Rule #1: Know exactly What You Want Read, learn, and ACT on these 3 rules and you will NEVER return to your "kitchen counter" again and have to say, "AH! I forgot!" 1. Don't have to think about what you have to say. How much of a relief is that? 2. Knowing your delivery and content is powerful helps eliminate fear. 3. The more you do it, the better you get at it. 4. Once fine tuned, your results WILL skyrocket. There are SO many benefits to going with a script to start: (I say 'to start' because eventually you'll just know it) Let me guess what is said while you are unpacking your bags on your kitchen counter: Think about the result you want as the center of a wheel, and the spokes are all the other words. The other words SUPPORT and go into the center of the wheel. Summary: If you INVEST the time to nail down these 3 rules, I GUARANTEE you will see results FAST! In addition to seeing results, your confidence will soar when you don't have to think so much about every call. Think about how productive you will feel when: Because your script is written based on what it is you are trying to accomplish! Every time you pick up the phone to make a call is the same opportunity as you going to the store. Are you going to "wing it" without a list even though you know your odds of getting everything you want are slim? Or, do you put the correct value on every call you make, and you are intentional and strategic in executing your sales game plan? (going with a list). Here's why it's imperative this occur before you create your script: Make sure that your 'third wish' is something that will give you the opportunity to keep in touch with the client. Try and stay from something they would say "no" to. For example, my last ditch wish was, "Mr. Client, thank you. Is it OK if I keep in touch periodically to inform you of developments that I think will benefit you?" Most people say "yes" to that, so that is my #3 default. Let's look at just a few of the items you could be looking to accomplish on a cold call: For whatever reason, the longer a sales person has been in sales the more ludicrous they think this idea is. Well, the longer I am showing sales people how to make money on the phones the more ludicrous I think it is that sales people don't use them! On the flip side, when I invest the time to write down exactly what I want to get, and I have that list with me in the store I give myself a great chance to accomplish exactly what I am setting out to get! 1. You know EXACTLY what you are asking for. 2. Know PRECISELY what you are going to say. 3. Have a back-up plan so every time you reach someone you at least meet 1 objective. So Rule #3 is to identify and know what you will ask for if your prospect doesn't agree to wish #1. I ALWAYS know the top 3 results I want from every call, and I rank them in order of preference. My main pitch is of course geared around my primary objective. If they say no to that, I quickly jump to my #2 wish, and if that also gets denied, then I jump to my #3 wish. Rule #2: Your Phone Call Is Like Any Great Movie (For a detailed step by step on formatting a powerful script that gets results, see Part II of this article,Minnesota Vikings Jerseys, titled: "Scripts Aren't Just For Movies.") What is THE biggest mistake? Many of the cold calling training I've heard focuses on the script part first, but that's completely wrong! First, you have to know what you want, then you build your "pitch" around accomplishing that (more on that in rule #2). Don't take this lightly. When I built my cold calling pitch I realized that this exercise would be the difference between me getting appointments and not,Cheap Ronnie Brown Jersey, so I took it very seriously, and was intentional in every sentence and word. Your business, sales cycle, your client and other information will determine what it is that you want. Regardless, though, the main point is, for you to identify THE most important criteria you wish to achieve, and that is what you build around. 1. Get a contact name and email address 2. Secure an appointment 3. Close a deal on the spot 4. Present pricing 5. Present your company's solutions to your clients problems. 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Lots of salespeople lose interest because they feel like they have already been paid, in commission, for the account order. Not so. Whether it's a follow-up purchase, a bigger investment down the road, or even just a referral to a friend or colleague, good customer service is simply the beginning of the next sale. View it as an activity that gains you clients and commissions, and you might find you have more energy for the task. Another misconception about customer service is that it's all about solving problems. Sometimes, that's the case. Just as often, however, top producers don't wait for their customers to need them; instead,Cheap Austin Collie Jersey, they think ahead about what their clients are going to want or require in the future, and then give it to them beforehand. If that sounds like a lot of work and attention to detail, then you're right. That's why so many sales reps don't do it, and why it can make you stand out above the crowd. Do the math: Here's how to provide customer service like an award-winning sales producer: When a company's top producer is receiving an award - either at a national sales meeting, or some other event - it's common to hear the other salespeople in the audience talk about how the winner opened a big account, or got to be really good at selling this or that product. One facet of their accomplishment that is rarely mentioned, however, is their ability to provide top notch customer service. One of the best ways to provide good service is by simply avoiding one of the biggest mistakes: hiding from your clients when you have bad news for them. Rather than ducking their calls and hoping they will go away, try to take the opposite approach - stay ahead of the news and make sure it from comes from you first. No one is going to want to hear that there is a problem with their order or account,Jacksonville Jaguars Jerseys, but they'll respect you for showing up with the news yourself. By proving that you are someone who can be relied on, you separate yourself from the legions of other salespeople who don't have the backbone to have the toughest conversations. Customer service doesn't have the flash or glory of opening big accounts,Cheap Larry Fitzgerald Jersey, but in the long run, keeping the buyers you have is even more important than finding new ones. Anticipate needs: Good customer service is good selling. Too many sales reps miss this point, and so they become very strong in opening accounts, but not as great at keeping them. That's like water rushing from a faucet to fill a bucket with a hole in the bottom - it's working hard, not working smart. Customer service isn't wrapping up the last sale - it's the beginning of the next one: Stay ahead of bad news: That's understandable, but it's also missing half of the equation. Serving your existing customers isn't as exciting as bringing in new ones. To keep you motivated, I suggest you start to think about things from a dollars and cents point of view. On average, it costs you at least five times as much to bring in a new customer as it does to keep an old one (whether you are measuring by time, or currency.) More importantly, you tend to make about two or three times as much on the second or third sale from a customer as you do the first. Get to know these numbers intimately, because they will lead you to an important conclusion... The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Just like every thing else that requires skill; selling too is an art, some people seem to have it naturally. Some have to work hard at it; Experience is the best teacher. It is good to have a mentor or a coach. It is good to sell with someone else. A good friendly competition can be very motivational. Talk to top sellers and they all have at least one thing in common. They all have learned how to be people persons. You have got to have people relate to you, you have got to be present you have got to work at selling every chance you get. Selling things to people face to face is easy, once you get over the fear,Cheap Dan Marino Jersey, once you get over your shyness, once you change your way of thinking from lack of confidence to confident. When you realize and believe who you really are. Selling will be easy. Selling is easy. If a person wants to be a master seller,Cheap Demaryius Thomas Jersey, read study, and practice. Get out and sell, be motivated to get your money. I think that any one that applies them self to selling, has to be making progress toward being a better person. Only someone that is strong,Cheap Jack Ham Jersey, and believes in them self will make it; in a sales business if you don't sell you don't get paid. Maybe when the gas and the lights get cut off you will make a move and do what you have to do. No one can give you all the answers; we can only show you the way. If some one could give you all the answers to any question you could ask you would still have to apply that to your life there is no magic you still have to take action, get it going. There are some famous salesmen and pitch men; pitch men are power sellers that can take any product and move it; usually you will see them on the infomercials. They are good at convincing people to buy what ever it is that they are selling, these guys are full of life, very energetic, speak loud and clear, they get your attention that is what you have to do. Timid people don't make good sales people. That's just a label; timid, do not accept that you are shy, or timid if you want to sell, then just do it. If you keep at it you will learn and master the art of selling; just like a painter masters his art, or a musician or any artist. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Dave Liniger began a training program for agents and he grew to become the real estate conventions founder and the creator of a national brand for estate agents. He started with only 16 applicants and now Real Estate MAXimum is "a global real estate system of franchisee owned and operated offices and their affiliated independent professionals" (Harkins, Phil, and Keith Hollihan - Everybody Wins: The Story and Lessons Behind RE/MAX. Hoboken, N.J.: John Wiley & Sons,Cheap Mike Bell Jersey, 2004). Have you dreamed of adding your name to the list of greatest visionaries? You know that they were sellers just like you, trying to make a living from selling certain products, struggling hard to become better salespersons and earn more money to support their families,Cheap Aaron Smith Jersey, until they saw an opportunity. They ceased that opportunity and put it to practice. It 's all about trying to make it happen, instead of simply dreaming about it. With a bit more confidence in yourself, work, having the sense of change in selling and more optimism, you can be among the moguls than lead the world industry. Read stories to inspire you, biographies of people who changed people 's daily lifestyle. Scott Vinson, is I.B.I.S Inc.'s top salesman. He gained his reputation through selling Microsoft CRM and Great Plains Software more than anyone had ever done. He has been in sales for more than 10 years. The reason why he came this far in selling is because he saw an opportunity and took the most advantages from it. He became successful by understanding that identifying customer 's problems and finding out solutions for them is the best possible way of building up a successful career in selling. Another very good example from the list with world 's greatest visionaries is Walt Disney. He understood that cars would soon become affordable to most of the families that would travel in a spot from the map that offered great moments for them and for their children. Now he is a mogul of the entertainment field and Disneyland Park is a world 's greatest attraction for people of all ages,Cheap Eric Berry Jersey, with millions of tourists each year. R. J. Roberts brought cable television into people 's lives. He purchased a 1,200 subscriber cable television system that grew to become the largest cable T.V. company in U.S. - Comcast Corporation, with 25 million customers and 88,000 employees. He had this vision in 1963. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

"Can you show that thing you did yesterday?" I will could do an entire post on why this one is a bad idea,Cheap Karlos Dansby Jersey, but the short explanation is that your demo guy/gal may not want to show that thing because it is going to blow up today! If you want to see a demo of something, ask before the presentation. "Let me introduce Dave who is an expert in..." Most Sales Engineers I know don't like the word expert and all that it implies. It is just setting us up for our credibility being knocked out later in the presentation. Better to talk about experience,Cheap John Abraham Jersey, years with the company, or just let us introduce ourselves. "I just heard from Product Management yesterday that we are going to add that feature in the next release..." For a Salesperson to be effective they have to build trust. For a Sales Engineer to be effective they need to build credibility. Undermining a Sales Engineer's credibility during a demonstration by pointing out a mistake they made is counter-productive. It's not an ego thing - Sales Engineers are wrong all the time and need to learn from their mistakes. A better approach is to wait until the break and discuss it directly with the Sales Engineer. Besides, you may have misunderstood what the Product Manager meant by "new feature"... If you have worked for a while in pre-sales,Cheap Ron Jaworski Jersey, supporting salespeople by showing a prospect your software applications, then you know there are times when salespeople will say the darnedest things. Here is my partial list of "never say this during a demo" for the salespeople I have worked with (and I am sure they have a list of "never do this!" for me as well): The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

Before going into a selling situation, it's good practice to remind yourself of a few basic points. You may even want to write down or make notes about some the questions that you wish to ask. You may want to remind yourself that the art of selling revolves around your ability to gather information about the other person's situation before you start explaining yours. Over a period of time your selling skills become blunted and it is very easy to fall into bad habits. It pays to constantly check your performance to keep your skills at the highest level. As a business owner or manager you are constantly promoting your business to people you encounter socially as well has commercially. Another question to ask yourself is,Cheap DeMarcus Ware Jersey, "Did I get the information I was seeking by asking key questions?" It's quite easy to go away from the conversation with out some vital piece of information. To avoid this, make notes of the questions that you want to ask prior to the conversation. When you run a business you frequently find yourself in a selling situation. You may be selling an idea, a concept, a product or service. Often you may be in a position where you are trying to persuade a member of staff to do things differently. All these situations can be categorized as selling. By considering these three areas after your conversation, you will be able to ensure that you continue with your high level of sales skills indefinitely. During any conversation of this nature it will be necessary to get your own point across. The question to ask yourself is, "How did I know that I got my point across and it was understood?" Sometimes we make the assumption because we have said something, it has been fully understood. To avoid this potentially dangerous situation,Cheap Santana Moss Jersey, you have to check that understanding has taken place by asking indirect questions. At the end of the conversation there are some questions which you can ask yourself to ensure that you are keeping on track. A good question to ask yourself is,Cheap Dexter McCluster Jersey, "Did I control the conversation so that I was only speaking 20% of the time and the other person was speaking 80% of time?" If your objective is to gather information about the person's situation, you are not learning anything whilst you are talking. It's very easy to be so enthusiastic about your product or services that you dominate the conversation. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More

There is a solution to this and the solution is that you can really boost your bottom line while still managing the same customer load, which is the way not to increase your work load. The solution is to solve the customer's problem, their actual problem, not just the one they came into your business to solve. Yes, this might sound a little strange, but by solving the customer's actual problem you may be able to provide them with a much larger purchase than they came in to make in the first place. Whether you are looking to increase your monthly income, or you are trying to increase the revenue of your small business,Cheap Roscoe Parrish Jersey, this sales secret is going to change the way you do business. Read on to find out more. What if there was a way that you could both benefit from a much larger sale? There is, and that is from solving their actual problem. Take that same customer and ask them why they are looking for that 25 cent screw. You find out that the customer is looking for a way to hang a rotten bird feeder that has been destroyed by the elements and wildlife. Using this one technique alone, whether you are selling in person, on-line, or through direct mail; if you can solve the customer's actual problem then you can make a lot more money per sale. Everyone leaves the transaction happy as well. Let's use an example: Instead of selling them a screw for 25 cents,Cheap John Lynch Jersey, you turn and show them your weatherproof/animal proof bird feeders that have a 25 year guarantee. Your customer's real problem is solved (having a substantial feeder) and you make a $75 sale. Say for example that you owned a hardware store. You have a customer that comes in looking for a 25 cent stainless steel screw. You are very cordial,Cheap Tracy Porter Jersey, helping the customer for 15 minutes to find just the right-sized screw. They pay their 25 cents and leave a happy customer. You just earned 6 cents per hour of your time. Many sales people look at a sale as a single event. Once the sale is closed, they move on to the next customer. What if you focused not on closing that single sale, but on solving the customer's problem? What if there was a method that you could use to boost all of your sales numbers without having to get new customers every time you closed a deal? The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More